2 What it takes to make a sale Successful business development and sales require skill, focus, commitment and unbounded enthusiasm and persistence Selling anything is tough. Even big consumer brands Apple, BMW, Canon et al that supposedly have products that fly off the shelf, have had to work hard over many years to reach a position where sales can be assured. In the B2B space life can be even tougher. Companies, products, solutions and services often lack true differentiation, have to compete in a crowded, noisy and cost-cutting marketplace, or simply don t have the marketing and sales resources required to build and sustain a dominant position. Despite this, it is possible to succeed and for small and medium sized companies it s often possible to succeed against bigger, better resourced and aggressive competitors or industryleading brands.
3 Where do you start? Clearly, having a good product or service that meets the needs of your target audience is crucial The challenge is getting your offering in front of potential customers and then, given that most B2B purchases have sales cycles measured in weeks, months or years, building and nurturing a solid relationship that keeps your business at the front of the prospective customer s mind. Ultimately, a successful long term sales process depends on the relationship that you, or your sales team, develops with each customer. The role of marketing in this context is to help you identify and explore possible opportunities, create new leads and then to support the lead nurturing process throughout the sales cycle essentially to enable you to maintain the dialogue while adding value to the customer experience as a means of creating differentiation, positioning and leadership. First, however, you need to generate the lead.
4 Lead generation Leads are normally categorised as inbound or outbound As the terms imply, inbound leads are generated by prospects finding your business as a result of your marketing or promotional activities such as: Outbound leads originate from direct targeting activities that you have carried out, including: PR Advertising Referrals Web site via effective SEO Direct mail Trade shows Telephone marketing or sales
5 Inbound lead generation In the pre-internet days most inbound leads were received as reply paid cards, coupons or enquiry forms From advertising, on-pack promotions, or editorial coverage in the trade, technical and business press. With the advent of the Internet, which today offers us a plethora of potential communications channels, this situation has been transformed. Advertising and PR are still important, but both disciplines have evolved dramatically. Advertising now encompasses tools such as pay per click (PPC), banners, buttons and paid for newsletter entries. PR has become the driving force behind the new discipline of content marketing, where it provides the fuel that powers the ideas, techniques and materials that are key to effective SEO and attracting and engaging with web site visitors.
6 In simple terms content marketing is about creating high quality, relevant content that is of value to your target audience Often referred to as assets think of white papers, blog posts and video as examples and embedded in your web site, this content can help your web pages rank highly in web searches. The same content can be promoted using , social media, PR and so on. In each case, the goal is to attract quality web site visitors, keep them engaged with your web content and encourage them to carry out a specific action that moves them a step closer to converting from a prospect to a customer. In many respects, content is no different to any other form of marketing. You need to know your target audience, understand its challenges, desires and frustrations and make a structured offering that satisfies these demands. Where content differs from much of what has gone before is that it is not fundamentally an overt sales process. In the past, companies tended to rely on sales materials to promote their products and services. At best, the focus of these materials was on customer benefits, related back to product features. Thereafter, discussions were generally based on price, availability and on-going customer support. These factors are still relevant but they are no longer the starting point.
7 The customer decision journey Once the salesperson was in control they had all the information, statistics, specification and pricing details now it s customers who control the buying process Each customer will have carried out considerable research online before making contact with potential suppliers; indeed, they will probably have produced a shortlist of suppliers without direct contact with any of them. The customer decision journey from the point of initial need or awareness, through finding possible solutions, to choosing a supplier, placing an order and becoming a long term customer is no longer linear. Customers now research, evaluate, select and even share experiences about products and suppliers. There are more people involved, not just in the immediate purchasing decision but in influencing the path taken to reach a decision; and this number grows as the value of the purchase or the length of the sales cycle increases. Add to this mix the ability for influencers and decision makers to use multiple on- and off-line channels for their research, on mobile, tablet as well as desktop, plus the disruption effect caused by your competitors, and you have what is essentially a fluid, complex and distinctly non-linear customer decision journey.
8 To make sense of this it is nonetheless useful to think of the customer decision journey as a process that starts with a need, a problem or a challenge It may be as simple as requiring a new source of office supplies, or as complex as designing, building and operating a new process plant. In each case, the same fundamental techniques can be applied to guide the customer from discovery of the options and solutions to a point where they are comfortable making an initial enquiry. It s often been said that people buy from people that they respect and trust. The same applies to the companies that they choose to work with. The challenge is moving your business to this position of trust, where it is recognised as a thought leader, and known for its skills, knowledge and experience by both existing and prospective customers alike. This includes customers who may not have yet contacted you, or may not yet know that they have a need for your products or services. Content marketing, often in conjunction with other sales and marketing tools, plays a key role in this process. In essence, by creating a solid body of material that educates, informs, inspires and motivates, content marketing guides your customer along the decision journey. 70% of the customer decision journey can be over before you even know your customer exists
9 Creating exceptional content The key to successful content marketing, as a means of generating inbound sales leads, is to fully understand your customer You then need to offer them ideas and information that help them as individuals in their job role and that satisfy the broader needs of their business. Content therefore has to be: personalised and corporate informative and interesting, work at both an emotional and rational level for each individual Bear in mind that most decision making is primarily carried out extremely quickly by the emotional part of the brain and is then post-rationalised to justify the decision using facts and figures.
10 Content also has to be of value to both influencers and decision makers Content assets therefore have to contain different sets of information for each group. For example, in the process of buying a new item of capital equipment it is important to reach: The factory manager to explain how the new machine will help them meet their production targets Training staff and line operators to talk about how simple and safe the new machine is to use Engineering teams to stress ease of installation and low maintenance costs Finance and procurement to discuss leasing options, payback and resale values Board level or business owners to emphasise the overall value to their company To identify the correct messages for each group it can be useful to create a persona, or character profile, for each target job function. This persona generally includes a description of the typical person in each role their age, interests, preferred methods of communication etc together with a list of the factors that drive them in their job and in their wider business function. These can be the things that keep them awake at night or make them get out of bed every morning and might be as simple as: I want to impress my boss, or I want to purchase products and services that make me look good and deliver real improvement to my business.
11 In many respects personas mirror the type of information that any good salesperson would build up in their head about their customer, as they develop empathy The difference is simply that in this context personas are being used as the basis for crafting the messages and content to attract and engage with the target audience. Once you have a clear understanding of your customer group or groups then it becomes much easier to develop content assets. To repeat an earlier point: these must be focussed on what interests your customers, not on directly promoting your business. Your goal is to create materials that educate and inform, as a means of building credibility, trust and reputation, from which the sales process can subsequently be driven. The types of material that work best vary from market to market, campaign to campaign and company to company, but normally include: White papers Videos Articles Blogs News stories FAQs Case studies Reports How to E-books Infographics Tweets & posts
12 Compelling content Content has to be compelling Of course, this is sometimes easier said than done as there is probably a limited number of truly thought proving, imaginative or innovative things can be said or shown to capture the interest of your target audience. This should not, however, be a constraint, as one of the key elements to successful content marketing is to extract maximum value from each asset. For example, if you ve created a great white paper on a key aspect of your market then the content of the white paper can subsequently be repurposed in many different forms and channels: blog entries, news stories, video, executive comments, tweets and posts, and so on.
13 Depending on your market sector it may be practical to create one outstanding piece of content each quarter, exploring in detail a specific market or customer issue This asset can then be exploited as widely as possible before moving on to the next quarter, where a different topic is explored. Over time, this builds a solid core of high quality and relevant content on your web site and online channels, linked to external sources such as news portals or independent blogs, and which ranks highly with relevant web searches. Most importantly, this attracts new traffic to your web site and offers assets of value to your prospects that they are prepared to exchange for their contact details. This begins the process of lead nurturing, where an initial expression of interest can subsequently be developed using a combination of , new assets and, at a later stage as the level of interest intensifies, telephone marketing or sales. For large organisations, or where larger volumes of enquiries are involved, lead nurturing is best achieved using one of the many marketing automation tools available. These allow the process to be managed efficiently and to maximise the opportunities by integrating the content marketing, marketing and sales functions to create a cohesive and cost effective customer-facing entity. 85% of the decisions we make are made by the unconscious part of the brain Martin Lindstom, author of Buyology
14 Outbound lead generation Unlike inbound lead generation, where prospective customers find your business, outbound lead generation uses telephone and marketing to target known customer groups Although face to face selling will almost always be the most effective method of generating new orders in the B2B space, it is followed closely by the use of the telephone as a key sales tool. Telephone marketing is a particular skill, which requires considerable experience to be truly effective. In any situation you have a short period of time to engage with the prospect and need quickly to build a degree of empathy, so that the prospect gives you permission to continue the dialogue.
15 Careful targeting and timing is critical. Given the long sales cycles of many B2B operations it is often a matter simply of maintaining contact until the time is right for the direct sales process to begin This is where the use of appropriate content assets can play a valuable role, providing an opportunity to re-establish contact with the prospect without it appearing that the telephone call or is actively soliciting the prospect s business. In many respects, the early stages of telephone marketing are essentially an information gathering exercise. This involves confirming that the contact details are correct, understanding what role the contact has in the decision making process and clarifying if others in the business are involved as influencers or decision makers defining the pain, needs or challenges and establishing the time scales involved. It may therefore be that from the initial prospecting call the most appropriate action is to follow up with a sequence of ed or posted content assets, rather than sales materials, linked to an occasional telephone call to maintain a dialogue until the point is right for a sales meeting to be arranged.
16 An important point to understand is that a professional telephone marketing call is not a sales call but what can best be described as a smart call: one that engages with the prospect at both an emotional and rational level in much the same way that content marketing works Bear in mind that the initial call is simply the first step on a journey of discovery designed to build a long term relationship with the prospect a journey that is developed stage by stage by subsequent contact and that consists not of a simple yes-no decision, but instead of a long series of micro-yesses, that eventually build up to your name on a purchase order. In simple terms this process can be defined as follows: Attention aroused Interest maintained Reason to buy Knowledge gained Suitability considered Desire to buy Decision to buy Telephone and content marketing should therefore be integrated to support this process as it progresses, until the point is reached to hand the prospect over to the sales team to close the deal.
17 No quick fix! In conclusion, content and telephone marketing can deliver outstanding results, as a means of driving inbound and outbound sales leads Note that although these techniques are not a quick fix, and require investment in terms of time, effort and money, especially if external agencies are required, they can offer an excellent return on investment, often in a ratio of up to 10:1. Ultimately, ROI is calculated by sales revenues. This can, however, be a long process so in the mean time ensure that you are making maximum use of your online monitoring and analytical tools. As a minimum, these should include Google Analytics and IP tracking code to identify changes in web traffic and visitor behaviour, and the individual companies visiting your web site. These can be supplemented by marketing automation and monitoring tools for social, trade and business media. When combined with other traditional sales and marketing techniques content and telephone marketing will play a crucial role in positioning your business as a thought leader, to build market share, help you penetrate new markets and generate sales. If you would like to discuss how these techniques can help your business grow still further then please contact us for an initial meeting there s no commitment other than an hour or so of your time.
18 Get in touch If you re short of time or resources then we can help. If you d like to learn more about our B2B marketing, PR and digital content services then please give our Managing Director, Nick Brooks, a call on or CONNECT WITH US ABOUT THE AUTHOR Nick Brooks is founder and Managing Director of 4CM Ltd, one of the UK s leading B2B marketing, PR and digital content consultancies. With over 30 years in B2B marketing, working with clients ranging from start-ups, to SMEs and global brands, Nick has the knowledge and hands-on experience to help clients create a strong market profile, build customer engagement and generate sales leads.
More Enquiries, Same Budget: Solving the B2B Marketer s Challenge You need to increase inbound enquiries, both in volume and quality, but your budget is restricted. Sound familiar? Prospect Analytics offers
Inbound Marketing The ultimate guide La Casita Del Cuco.EBOOK Inbound Marketing - The ultimate guide Version _ 02 Date _ September 2015 Introduction Inbound Marketing is a marketing philosophy which has
3 KEYS TO TRANSFORMING SALES & MARKETING WITH INBOUND MARKETING 2 2011 by Mark Mathson This work is licensed under the Creative Commons Attribution 3.0 United States License. Please feel welcome to share
1 CNBC s list of the Top 10 Most Stressful Jobs of 2011 revealed that the sixth most stressful job was that of an advertising account executive. The reason today s account executives are so stressed is
HOW CONTENT MARKETING FILLS THE SALES FUNNEL Are you driving enough prospects into your sales funnel? Are you qualifying enough prospects as sales leads? Are you converting qualified leads into customers?
TURN YOUR WEBSITE INTO A PROFIT ENGINE Turning your website into a profit engine: where to start In a competitive market, generating more leads from your website traffic has become crucial to maximising
Inbound Marketing vs. Outbound A Guide to Effective Inbound Marketing There s a new, yet not so new way to market your business these days, and it s a term called Inbound Marketing. Inbound marketing may
Inbound Digital Marketing Proposal Webfactories Prepared For Sample Company SAMPLE COMPANY Created By Richie Parsotan Webfactories email@example.com http://www.webfactories.biz Proposal Letter Sample
o2markit consulting ltd Guide to Digital Marketing for Business-To-Business (B2B) A brief guide aimed at small business or start-up executives who are not Marketing professionals but who need to understand
White paper 7 key steps to a great sales pipeline The efficiency of your sales pipeline is the key to your delivery of new business. Take these 7 steps and you are guaranteed to be on the right path to
Content Is Still King: How content marketing enables businesses to differentiate, lead and succeed A Xander Marketing Guide T: 03302232770 E: firstname.lastname@example.org W: www.xandermarketing.com As marketing
Inbound Marketing Report for Anchor Computer Systems September 2015 Introduction First of all, thank you very much for your time on the phone last week. The information we were able to gather will prove
10 ways Professional Service companies can increase their profits through marketing A Xander Marketing Guide T: 03302232770 E: email@example.com W: www.xandermarketing.com Introduction Traditionally
B2B Content Marketing 101 WIFM: What s in it For Me 78% of CMOs think custom content is the future of marketing. (Hanley Wood Business Media) out 8 10 of CMOs believe custom content should be an integral
Contents Introduction... 1 Website Development... 4 Content... 7 Tools and Tracking... 19 Distribution... 20 What to Expect... 26 Next Step... 27 Introduction Your goal is to generate leads that you can
OMNI-CHANNEL MARKETING Top 9 Questions TABLE OF CONTENTS 2 3 5 7 8 9 10 11 12 13 14 15 16 Table of Contents Introduction Top 9 Questions How does omni-channel differ from multi-channel marketing? Why is
HOW TO TURN A Single E-Book Into a 0+ Piece Content Marketing Machine Table of Contents! Introduction. Blogs 2. Audio & Video 3. Promotion 4. Social Media 5. Branding 6. Visual Content 7. Additional Content
Welcome to The Travel Marketing Awards 2016. GROSVENOR HOUSE Now in its eighth year The Travel Marketing Awards has evolved into one of the most credible events in the travel industry calendar, with agencies
GETSMARTCONTENT ACCOUNT BASED MARKETING IS YOUR WEBSITE LEAKING LEADS? Always Relevant Marketing Catches Missed Opportunities to Connect www.getsmartcontent.com I. THE DREAM OF THE MARKETER It s the dream
GUIDE THE ULTIMATE GUIDE TO A LEAN, MEAN, LEAD GEN MACHINE How to make online lead generation work for your business Firstbase INTRODUCTION INTRODUCTION In today s digital world, online lead generation
THE B2B FULL-FUNNEL MARKETER S HANDBOOK Brand Awareness Content Engagement & Education Lead Generation & Sales Conversions The B2B Full-Funnel Marketer s Handbook For business-to-business marketers, the
The Fundamentals of B2C Marketing Automation for Effective Marketing Communications Mark Patron February 2013 Email and Website Optimisation Introduction Marketing automation is a process that uses insight
[Type text] 3/23/2012 HMI USING SOCIAL MEDIA EFFECTIVELY TO MAKE THE MOST OF YOUR FARM BUSINESS Contents What Is Inbound Marketing?... 2 Part I: Introduction to Inbound Marketing... 3 Part II: Get Found
Inbound Marketing White Paper: What Every CEO/CMO/CFO Should Know By Cary Baskin Managing Partner The Marketing Department Malvern, PA Copyright, November 2013, The Marketing Department, Malvern, PA. All
1 INBOUND MARKETING Digitally marketing a product or service can get complicated. Before digital came along things seemed easier. Consider a farmer s market: a farmer has a product and displays it on a
Lead Generation Blueprint for Effective Inbound Marketing 2014 Jason and Nikki Christiansen, Internet Media Consultants 1 Page What every business owner needs to know about generating more quality leads.
Inbound Marketing 101 CONTENTS. 1 WHAT IS INBOUND MARKETING? 2 THE PHILOSOPHY: WHY INBOUND WORKS. 3 THE METHODOLOGY: HOW INBOUND WORKS. 4 THE TOOLS: A PLAYBOOK THAT WORKS. 5 ADDITIONAL RESOURCES. 1 What
Getting Found Small Business Guide to Online Marketing Small Business Guide to Online Marketing Page 1 of 11 You wake up at 6:30. Scratch that, 5:30. You grab a quick bite and are emailing by 6:00. You
CHANGES IN THE PROFESSIONAL SERVICES MARKETING MIX: Traditional vs. Online Marketing BY SYLVIA S. MONTGOMERY Over 20 years ago, Phillip Kotler, recognized by many as the father of marketing, warned that
The Forgotten Majority: Nurturing Unknown Prospects Most companies nurture their identified leads with calls, events and email marketing. But how do you nurture your unidentified Prospects? Table of Contents
wowanalytics WHAT IS LEAD GENERATION? Lead Generation: the beginning... In today s business market, generating new business is becoming increasingly difficult. With attention space scarce, companies need
The 4 Step Guideline To Online Marketing Success Intermediate Understanding and Winning with Online Marketing is as Simple as Understanding the Following Four Areas Attract traffic to your website Convert
THE RECRUITMENT INDUSTRY ONLINE AS A LEADING DIGITAL MARKETING AGENCY WITHIN THE RECRUITMENT INDUSTRY ENCENDO UNDERTOOK A STUDY IN MAY 2015 INTO THE ATTITUDES AND SPEND OF RECRUITMENT COMPANIES IN IRELAND
FIRSTBASE ABACUS E-MEDIA: Category number: 8 Category name: Best use of content marketing Programme/initiative name: Abacus e-media: Content marketing platform for lead generation Agency: First Base Brand
INBOUNDMARKETING For Beginners Everything you need to know to get started. 2 Bill is a Certified Inbound Marketing Specialist with Honors with 18 years of marketing experience. Not only is Bill an Inbound
Capability Statement The Lead Generation Company (LGCo) was established over eleven years ago and is s premier organisation in the provision of lead and marketing solutions. We have over a decade of experience
Online Marketing Strategy and Tactics to Drive Volunteer Recruitment and Awareness 2015 Texas CASA Conference San Marcos, Texas November 6, 2015 43 Applicants 26 Advocates October 2014 September 2015 1
White Paper Optimize For Success: Social Media Optimization Many marketers today know the importance and potential of social media yet don t feel or know if they are getting the full value from their efforts.
Paul Mosenson, Founder of NuSpark Marketing For sales and business development people to find and nurture prospects through social media For marketing people to support the sales efforts by providing content,
A Business Owner s Guide to: Lead Nurturing A Business Owner s Guide to: Lead Nurturing Did you know that when people visit your website, 95% of them are merely conducting research? In fact, only 5% of
The Essential Guide to Inbound Marketing For Business Owners & Executives a g u i d e f o r i n c r e a s i n g r e v e n u e a n d g e n e r a t i n g i n b o u n d m a r k e t i n g l e a d s f a s t
How to Attract New Customers to Your Firewood Business Like a Magnet What is Magnetic Marketing and how is it relevant to Firewood businesses? Firstly, here is some proof about how effective Magnetic Marketing
The six key marketing challenges facing recruitment firms today September job opportunities across the UK were up by 16% year-on-year according to research statistics from Reed, and while the British economy
GETTING FOUND small business guide to online marketing You wake up at 6:30. Scratch that, 5:30. You grab a quick bite and are emailing by 6:00. You spend your day managing employees, helping customers,
Communications and PR Case Study Company: Planes Specialized Logistics Fall 2014 How a New PR and Communications Strategy Helped Transition a Traditional Company into a Modern and Strategic Marketing Culture
RainCastle White Paper The Eight Characteristics of the Best B2B Websites From Messaging to Measurement By Paul Regensburg President and Creative Director Differentiated Brand Strategy 3 Customer-Focused
White paper Choices in Marketing The term marketing automation is deceptive it suggests a clean, intuitive and straightforward way of generating, monitoring and cultivating your customer base. In reality
How to Measure the ROI of a Press Release The Secret Formula for Success Great content + Great content distribution = Higher ROI What a News Release Does Awareness! Aids potential discovery by customers
The Ultimate Guide to B2B Lead Nurturing What is Lead Nurturing? Your current database is a goldmine. By focusing on the leads you already have, you have the potential to apply the kind of strategies that
5 Point Social Media Action Plan. Workshop delivered by Ian Gibbins, IG Media Marketing Ltd (firstname.lastname@example.org, tel: 01733 241537) On behalf of the Chambers Communications Sector Introduction: There
2015 CONTENT MARKETING Planning Template 2015 CONTENT MARKETING PLANNING TEMPLATE Why You Need a Content Marketing Plan The adoption rate of inbound marketing has risen dramatically in 2014. The numbers
THE TOP 8 WAYS TO LEVERAGE NEW ONLINE MARKETING METHODS TO ATTRACT CUSTOMERS A PRACTICAL GUIDE TO DIGITAL MARKETING TABLE OF CONTENTS 3 Inbound Methodology 9 Mobile Friendly Website 12 Blog Regularly 17
Strategic Video Marketing Capabilities January 2014 Please address any questions to: Logan Hale email@example.com 424.646.3456 WHO WE ARE V3 Media Marketing provides video strategy, production, and distribution
Product Marketing Manager JOB TITLE: Product Marketing Manager Either Part Time or Full Time COMPANY DESCRIPTION: SmartUQ (SmartUQ.com) provides breakthrough analytics software for engineering applications.
The Buyer 2.0 Content Strategy Checklist Consumers have dramatically changed the way they buy products and services in the past seven years. Today, buyers are taking the lead in the decision-making process,
MARKETING TO THE NEW CONSUMER PART THREE Taking Advantage of New Marketing Touchpoints in the Active Evaluation Stage For Part Three of this series, we are in the Active Evaluation Stage of the Customer
www.rickwhittington.com 5 Proven Components of a B2B Online Lead Generation Campaign 117 South 14th Street Suite 310 Richmond, VA 23219 804.335.1477 Table of Contents Introduction! 2 5 Ways Websites Can
Digital Marketing Institute s Professional Diploma in Digital Selling Validated by the Syllabus Advisory Council (SAC) Content Professional Diploma in Digital Selling Welcome Course overview Course content
How to Use the Internet to Market Your Business What are your marketing goals? If you don t think Social Media marketing is powerful, just ask someone from Egypt. 89% of US internet users search online
Building A Dominant Online Presence What You Need To Know About LocalDirective LocalDirective s Big Idea LocalDirective was formed to bring big marketing agency skills & capabilities to mid-size companies.
DIGITAL MARKETING FOR COSMETIC & PLASTIC SURGEONS AND MEDICAL SPAS DELIGHT INBOUND 1 BIGSHOT ' s ALL-INCLUSIVE MARKET ING SOLUTION...can provide you with the right content, expert design work, and marketing
Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management. September 2012 OptifiNow September 2012 Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead
8 TIPS FOR MAKING THE MOST OF GOOGLE ANALYTICS Brought to you by Geary LSF and Orbital Informatics TABLE OF CONTENTS 3 5 7 8 9 10 11 12 13 14 15 Introduction 8 Tips for Google Analytics Don t let Google
How to Drive Maximum Returns on Content Marketing with Effective Distribution With the rapid uptake of content marketing, more and more marketers across industries are crafting content strategies, building
Data Driven Marketing B2B INBOUND MARKETING BENCHMARKS STRATEGY. AGILITY. PERSISTENCE. How B2B marketers will achieve Inbound Marketing success in 2015. Client Connection Research TM conducted by Ascend2
Internet Marketing Guide Contents 1. Internet Marketing 2. ROI 3. High Rankings 4. Internet Marketing: Techniques and options 5. Google PPC 6. Landing Pages 7. Conversions and Usability 8. SEO 9. Onsite
Why digital marketing? Online marketing isn t a fad, and it s not new. If your business doesn t have an online presence, you are already behind your competitors and missing out on literally millions of
Top 6 Strategies to Build Your Marketing Communication Plan Introduction With the plethora of new marketing tools available it can be difficult to know whereto begin. Do you start with a company Facebook
The Top 10 Tricks for Sales Lead Generation April 4, 2013 Ruth P. Stevens www.ruthstevens.com Everyone hates cold calling The sales function is your single most constrained resource. You can triple sales
Content Marketing Integration Workbook 730 Yale Avenue Swarthmore, PA 19081 www.raabassociatesinc.com firstname.lastname@example.org Introduction Like the Molière character who is delighted to learn he has
CONTENT MARKETING FOR B2B SOFTWARE COMPANIES 1 INTRODUCTION If you re a B2B software company trying to grow, you must find effective ways to build brand awareness, connect with customers and prospects,
Job Areas Affiliate Marketers are responsible for setting up and managing relationships with affiliate websites which are connected to their own main brand. Key responsibilities include setting up, monitoring
coursemonster.com/uk Web Marketing and PR Online Marketing View training dates» Overview This training course is the perfect starting place for online marketing novices or business owners wanting to know
Inbound Marketing ebook for Managed Service Providers Guide to Leverage Inbound Marketing to Generate Leads and Grow Your Revenue! Published by: Inbound Marketing ebook for Managed Service Providers Author:
WHITE PAPER MULTI-CHANNEL CAMPAIGNS IN A CONNECTED WORLD White paper - Multi-Channel Campaigns in a Connected World - Prodware 1 Create and deploy IT solutions for business Navigating Multi-channel Marketing
7 Things Your Competitors Can Teach You about Marketing Your Cloud Backup Services Have you looked at how your competitors are going to market? Outlined below are 7 things that your competitors are doing
As part of the Gannett Company, Digital Marketing Services gives us access to a variety of in-house solutions to meet the needs of our valued clients, including a team comprised of digital strategists,
Inbound Marketing Overview January 26, 2015 BEC 382 Past Week Presented Marketing Plan to Nonprofit Interviews for Fund Raising Campaign Pitched Robotics Firm Met with University admissions Met with two
Take Your Lead Nurturing to the Next Level October 10, 2014 Ruth P. Stevens @RuthPStevens www.ruthstevens.com Defining what is a lead Lead generation A sales lead A qualified lead Identifying prospective